What is Your Value Statement?

This past week, I had the opportunity to work with two different hearing health providers on sales training. One of the providers has over 15 years of experience working with patients, and the other has about three months worth of patient-facing time. Despite their drastically different experience levels, I found that we spent similar amounts of time focusing on what I believe to be the most important driver of any sale; the value statement.

The value statement is a simple two to three sentence blurb stating the following:

• Why a customer or patient should work with you
• Why they should work with your practice/business
• Why they made the right decision choosing both you and your business

While I stated that this is a "simple" two to three sentence blurb, the reality is that crafting your value statement may be difficult. For example, it is hard to narrow down why a customer or patient should work with you without vomiting your entire resume all over them. So this week, I challenge you to craft your value statement and present it to a prospective customer. Experience the wall of doubt being broken down and the wall of trust that is built when you present your value first.